Head, US E-Commerce

Sanofi•Morristown, NJ

5d•Hybrid

About The Position

The Head, E-Commerce is a senior commercial leader within a commercial Business Unit in a health care company and responsible for defining and driving the strategic direction of the company’s B2B digital commerce platform. This role operates at the intersection of business strategy, customer experience, and digital capability—translating complex market dynamics into a clear, actionable e-commerce vision that delivers measurable growth. Sitting within the Commercial organization and reporting to the Vice President, this leader commands visibility at the SVP and business unit head levels, and engages senior leadership as a thought partner on digital commerce transformation. This leader interacts closely with the Digital E-Commerce organization—co-owning the platform roadmap, shaping priorities, and influencing execution—while retaining full accountability for the commercial strategy and e-commerce business outcomes. The ideal candidate has extensive hands-on B2B commercial experience and demonstrated sales growth, in healthcare or specialty distribution, medical devices, diagnostics, or other sectors where supply chains and relationship-driven selling intersect with digital channel growth. They are equally at home synthesizing market intelligence into strategic frameworks and driving cross-functional teams toward concrete results as well as understanding the tech stack. The ideal candidate has management consulting experience (2-4 years). Above all, this leader is obsessed with the driving e-commerce growth — through retention, deepening relationships, accelerating growth, operational excellence, and identifying the next wave of innovation in B2B digital commerce. Our organization in North America Vaccines is growing fast, and we're always looking for talented professionals to join our Commercial Operations’ team. We are an innovative global healthcare company that helps the world stay ahead of infectious diseases by delivering more than 500 million vaccine doses a year. Across different countries, our talented teams are exploring new technologies to protect people and promote healthy communities. We chase the miracles of science every single day, pursuing progress to make a real impact on millions of patients around the world. Why join our team? Our Commercial Operations team aims for excellence. We offer a diverse and dynamic environment that’s growing at pace. The Head, E-Commerce is a senior commercial leader within a commercial Business Unit in a health care company and responsible for defining and driving the strategic direction of the company’s B2B digital commerce platform. This role operates at the intersection of business strategy, customer experience, and digital capability—translating complex market dynamics into a clear, actionable e-commerce vision that delivers measurable growth. Sitting within the Commercial organization and reporting to the Vice President, this leader commands visibility at the SVP and business unit head levels, and engages senior leadership as a thought partner on digital commerce transformation. This leader interacts closely with the Digital E-Commerce organization—co-owning the platform roadmap, shaping priorities, and influencing execution—while retaining full accountability for the commercial strategy and e-commerce business outcomes. The ideal candidate has extensive hands-on B2B commercial experience and demonstrated sales growth, in healthcare or specialty distribution, medical devices, diagnostics, or other sectors where supply chains and relationship-driven selling intersect with digital channel growth. They are equally at home synthesizing market intelligence into strategic frameworks and driving cross-functional teams toward concrete results as well as understanding the tech stack. The ideal candidate has management consulting experience (2-4 years). Above all, this leader is obsessed with the driving e-commerce growth — through retention, deepening relationships, accelerating growth, operational excellence, and identifying the next wave of innovation in B2B digital commerce. Join the team protecting half a billion lives every year with next-gen science, mRNA innovation, and AI-driven breakthroughs. In Vaccines, you'll help advance prevention on a global scale - and shape the future of immunization. Join the engine of Sanofi's mission — where deep immunoscience meets bold, AI-powered research. In R&D, you'll drive breakthroughs that could turn the impossible into possible for millions. About Sanofi We're an R&D-driven, AI-powered biopharma company committed to improving people's lives and delivering compelling growth. Our deep understanding of the immune system – and innovative pipeline – enables us to invent medicines and vaccines that treat and protect millions of people around the world. Together, we chase the miracles of science to improve people's lives.

Requirements

Demonstrated experience leading B2B e-commerce strategy and/or digital channel development, ideally in a complex, multi-stakeholder environment, demonstrating success in driving sales growth
Industry experience in healthcare, life sciences, medical devices, diagnostics, specialty distribution, or other B2B sectors involved in direct supply chain; experience in regulated or relationship-intensive industries valued
Bachelor’s degree required; MBA or advanced degree strongly preferred, particularly from a top-tier institution with a focus in business strategy, marketing, or a related field.
10+ years of progressive experience, with meaningful depth in B2B e-commerce strategy, digital channel development, or digital marketing in a complex commercial environment.
Management consulting experience (strategy or commercial practice) is strongly preferred; 3–4 years in a consulting role
Track record of operating successfully in a matrixed organization, influencing without direct authority and building coalitions across functions and levels.
Experience presenting to and engaging with senior executives (C-suite or equivalent) as a strategic thought partner.
Strategic Thinking & Synthesis: Structures ambiguous problems, synthesizes complex data and market dynamics, and delivers clear, compelling recommendations (a consulting-trained mindset)
B2B Commercial Acumen: Deep understanding of B2B buying dynamics and the interplay between digital and field sales channels in a relationship-driven selling environment.
B2B Digital Commerce Fluency: Strong knowledge of B2B e-commerce platforms and the product/roadmap development process; engages Digital and Technology partners as a credible peer
Customer -Centric mindset: Translates customer insights into practical commercial strategies and experience improvements, with a focus on retention and growth.
Influence & Stakeholder Management: Shapes priorities and drives alignment across Digital, Commercial, and senior leadership through strong communication and relationship-building.
Analytical Rigor: Leverages data and performance analytics to drive decisions, build business cases, and track outcomes.
Innovation Orientation: Comfortable with ambiguity; energized by identifying and testing new ideas in a structured, hypothesis-driven way.
Team Leadership: Builds high-performing teams, creates clarity of purpose, and holds people accountable to results while investing in their development.
Effective Communication: Distills complex concepts into crisp narratives; highly effective across written, verbal, and presentation formats

Responsibilities

Own the end-to-end B2B US e-commerce commercial strategy, defining the vision, priorities, and multi-year roadmap that drives customer acquisition, retention, and revenue growth.
Act as a general manager for the US e-commerce business, developing strategic initiatives for growth to ensure the roadmap reflects commercial goals and evolving customer needs—while working successfully with Digital and CX organizations accountable for technical delivery and engineering
Translate macro trends, competitive dynamics, and customer insights into differentiated strategic positions; build the business case for investment and present recommendations to VP, SVP, and business unit head-level stakeholders.
Identify and evaluate new business models, market expansion opportunities, and innovative channel strategies to position the company as a leader in digital B2B commerce within the healthcare sector.
Develop and oversee e-commerce strategies targeted at deepening existing customer relationships and reducing churn, with a particular focus on healthcare providers, institutional buyers, and other B2B account segments.
Identify friction points and opportunities across the end-to-end digital buying journey; partner with Digital and Marketing to design improvements that increase customer lifetime value.
Define and monitor key performance indicators (KPIs) for platform adoption, customer engagement, digital revenue contribution, and retention; hold the organization accountable to outcomes.
Collaborate closely with the sales organization to ensure e-commerce and rep-led channels are complementary and mutually reinforcing—creating a seamless omnichannel customer experience.
Maintain a continuous pulse on emerging B2B e-commerce trends, competitive moves, and adjacent industry practices (particularly in healthcare and life sciences); translate insights into strategic recommendations.
Champion a test-and-learn culture, working with the team to design structured pilots and experiments that validate new commercial ideas before scaled deployment.
Evaluate and recommend technology, partnership, and capability investments that could unlock new commercial value on the B2B platform.
Partner with the Digital E-Commerce organization as a co-owner of the platform roadmap, ensuring business priorities are clearly articulated, sequenced, and reflected in technology delivery plans.
Influence digital team priorities and resource allocation through strong relationships, compelling data, and a clear commercial perspective—without direct engineering authority.
Serve as the primary commercial interface to the Digital organization, bridging the gap between business strategy and platform execution
Drive accountability for User Acceptance Testing (UAT) and commercial readiness activities within the team; ensure new platform capabilities are validated against real customer scenarios before deployment.
Lead and develop a team of e-commerce professionals in the commercial team, fostering a high-performance culture grounded in strategic thinking, analytical rigor, and customer centricity, and focus on their career development.
Build and maintain strong relationships across Commercial, Digital, Marketing, Customer Experience, Legal, Finance to ensure alignment and remove barriers to execution.
Represent the commercial e-commerce function in senior leadership forums; prepare and deliver executive-level communications, business reviews, and investment proposals with clarity and conviction.
Partner with Finance and Commercial leadership to develop annual plans, investment cases, and performance tracking frameworks tied to e-commerce strategy.